The How To Networking
Before Going In Any Biz…
1) Check Your Database and Your Notes!!!! Video of This Here
Look for last visited date, who visited, read the names of the players, etc.
2) Gameplan an approach!
3) Do the networking
Take great notes! Write down names of who you meet, who you didn’t meet that the front desk folks mention, how receptive they are and any other relevant info, etc.
4) Do your Post Networking Admin
The Overall Interaction in 4 Steps
1. Intro and ask if they have a trainer they recommend.
2. Explanation of who we are, what we do and the 3 things. (Train the dog, train the owner, right there in there home where the dog is having the problem behaviors.)
3. Ask if we can leave them with cards, brochures, brochure stand, poster, etc. Then... INCENTIVIZE!
4. BONUS STEP: Get a managers card and contact info so we can follow up for a lunch and learn.
Interaction Steps Broken Down
Step 1 - Intro/Re-Intro and Ask
First Time Going In: "Hey my name is ____ from Wonder Dog Training and Games here in town. I wanted to introduce myself and ask, do you all have a trainer you recommend here in town?"
If yes: "Okay awesome. Would you be interested in having more than one to recommend?" Even if they say no, move to step two.
If no: Move to step two.
It It’s Been A While Since YOU Have Been In: "Hey my name is ____ from Wonder Dog Training and Games. I came in X months ago and wanted to swing by and check in on things. Do you still have brochures?"
If We’ve Been There As A Company But YOU Haven’t: "Hey my name is ____. I do CR here in town from Wonder Dog Training and Games. I think ____ came in X months ago and left you with some brochures, does that sound familiar?”
If Yes: “Okay, perfect. Do you have any brochures left? Are you familiar with Wonder Dog at all?” — Move to step 2.
If No: “Do you have customers who ask who you recommend for training?” — Move to step 2.
Step 2 - Explain who we are, what we do, the three things
“Well what we do is unique. We’re In-Home Trainers and we do in-home training for a few reasons. 1) We need to train the dog. 2) And this one is probably the most important part, we need to train the humans. Because their the ones with the dog everyday. 3) And we train the dog in their home. We do this because the dog will spend 95% of their lives. This means we get to train the dog around the distractions of the home and use their yard, their door, their couch, etc. And of course, once the dogs are good at home, then we take them to our games and events that we do weekly to train them around other dogs, people and distractions.”
Normally at this point people will be like: "Oh wow, that makes so much sense, I love that." ETC.
Once you have won them over then it is time to move to step three...
Step 3 - Ask if we can leave them with cards, brochures, brochure stand, poster, etc. Then... INCENTIVIZE!
"I wanted to see if it would be possible for me to leave some cards/fliers/brochures/etc. with you so that when people ask about training you could pass them out. Oh, and the best part is, when you pass out our info and we get a client because of your team we feed you, give you coffee, etc! It is a win win for everyone!"
"Of course!"
"Okay, let me run to the car and grab you guys a brochure holder real quick."
*Drop off the stuff*
"Thanks so much! If you ever have any questions about anything we are here to serve and help. I hope to be bringing you and the team some food soon!"
"That would be great, we will be sure to give them out."
Step 4 - Get a managers info!
"Hey, before I get out of here, I wanted to ask, who is the manager here? Can I get a card? I wanted to reach out about us possibly coming here and doing a lunch and learn with your team."
The THREE Main Types of Businesses In Our Networks...
1. Pet Supply Stores (Hollywood Feeds, etc)
2. Groomers, Daycares, Boarding places, etc.
3. Veterinarians Offices
Let's do a deep dive to see what we have found the best way to approach each individual type of business is.
Pet Supply Stores (Hollywood Feeds, etc)
I have found the best way to talk to people who operate retail stores is to buy something. Something small and cheap is fine. Unless you already have a really good relationship with this store.
Normally when I go into Hollywood Feed (HF) or a dog bakery, I will buy the cheapest bone or treat available. At HF I will get a cow hoof, at dog bakeries I will get a cheap cookie.
So I go in, grab a bone, treat, etc. and go to register.
Check out.
Then...
Run through steps 1-3. Don't forget to incentivize them!
Groomers, Daycares, Boarding Places, etc.
A few things I find helpful at this type of business:
If the place is nice, compliment the place and tell them how pretty it is.
Ask them what services they offer.
If it is a daycare, boarding place, ask for a tour of the place if they seem open to you.
Never go in before 9AM.
Never go in after about 4:15, this is when people pick their dogs up and they are busy and don't care to talk at this time normally.
Veterinarians
A few things I find helpful at this type of business:
How many doctors practice here?
Do you work on all animals? Just cats and dogs?